2019
I am talking to every sales rep, SDR, BDR, Sales Manager, Head of Sales. Spoiler alert: YOU’RE GOING TO LOSE DEALS! Yes, you are no matter how good you are. How good your company is. How great your product is. Therefore, you can take these losses two ways. 1). Cry and play the blame game. […]
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Know Your Customer or KYC is a term used in the financial services industry and is regulated by FINRA. It is meant to protect the investor and ensure their advisor knows their situation inside and out and make the appropriate recommendations. While all sales reps are not regulated, we should be taking the KYC, discovery […]
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Can you tell me what your pricing is? A question that is bound to come up at some point. Sometimes, not until the very end of your presentation, and other times right after you exchange hello’s. Sales people, switch roles for a second. You are the buyer and you have to work with a sales […]
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All I hear and read is the new way to sell. You need to engage this way, and the buyer is doing more research than ever before you even speak to them. You must engage with them socially first, but don’t try and sell them. Use data and spreadsheets to sell. Blah…Blah…Blah. Can we be […]
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Most companies have a Mission Statement and leverage it as much as possible – on their website, with employees, customers and investors. I think this is important, and can align the company. However, I think each group within the company can have a mission statement as well. And let me be clear, it must jive […]
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Sweat the Small Stuff in Sales – when speaking to a prospect or a client over the phone, I am always standing and smiling. Standing helps me with energy, enthusiasm, voice projection and confidence. Smiling because it is felt by the person on the other side. #sales #sweatthesmallstuffinsales #standandsmile
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Sales pro’s need to sweat the small stuff. That’s what we do, we pay attention to the details. We must use our AI (Actual Intelligence) to know what the prospect wants and needs and provide it to them before they ask. I am going to start a series called: Sweat the Small Stuff in Sales. […]
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